Buyer Evaluation Process: What Every Sales & Marketing Leader Needs to Know
Knowing your buyer’s evaluation process is one of the most critical elements to include in the sales strategy. Having this knowledge is critical to not only the sales rep’s success but also can serve as a roadmap for the marketing team to create sales and…
Win Loss Best Practice Series: Four Ways to Eliminate Bias in Your Win Loss Analysis Surveys
Demonstrating the value of your products and services in a way that resonates with your buyers is the difference between winning and losing, between developing a trusted partnership or just being another vendor. To do this effectively, you need to know and understand your buyers,…
After the Customer Interview, Turn Feedback into Action
Increased revenue, saving existing relationships, and applying the key learnings towards future opportunities should be the result of actionable intelligence gathered during customer interviews. No one likes to lose, but in sales it is going to happen. Instead of looking around for someone to blame, the key is to gather as much information as possible about why you lose and then apply those learnings to future opportunities. If done correctly, the improvements made as a result of the feedback should help to reduce the number of losses that happen.
What is Win Loss Analysis?
At the most basic level, win loss analysis helps sales, marketing, and product leaders understand the reasons for their organizational wins and losses so that they can increase their win rates and capture more business in the future. Win loss programs are important at all…
What is Sales Intelligence?
Sometimes, it is interesting to try to classify different areas of research and intelligence to see how certain specialties have originated, evolved and grown into their own species, so to speak. This study of sales intelligence can provide intelligence practitioners with the ability to see…
Analytics in Competitive Intelligence: Stated vs. Derived Importance
In the end, using the most sophisticated analytics tools to determine the key influencers will eventually provide the greatest strategic decision-making ability for your company. In many cases, this approach has improved company performance much more than gut feeling, reactive competitive intelligence programs, and stated importance measurements.
The Types of Customer Data to Collect to Improve Marketing Strategy
Collecting a combination of open-ended and close-ended feedback is a best practice at Primary Intelligence. While collecting only close-ended or only open-ended feedback is possible, having one without the other only tells one side of the story.
“Winging It” Yields Poor Results
The recent CCS® Index showed that 53% of sellers are guilty of “winging” sales calls. Most everyone had been guilty of not doing their due diligence before going to make a sales call. Activities that should be done as part of pre-call planning would be:…
Honest Customer Feedback is the Cure for Insanity
When you get some honest customer feedback, and start doing different things, the outcomes change, and the insanity goes away. Suddenly the world makes a lot more sense, and you’re closing a lot more deals.
Three Questions to Predict if Your Customer Will Renew
If your customer experience program is not telling you how likely your current customers are to renew or expand their spending with you in the near and long term, you’re missing a critical metric of success.